Cloud Deal Desk Manager

4 weeks ago


București, Romania OpenText Full time

OPENTEXT

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

The primary objective of the Worldwide SAP Deal Desk organization is to provide deal-based sales support with expert advice, guidance, pricing & commercial strategies along with auditable deal P&Ls, approvals and cost + margin revenue control at a deal by deal level, ensuring that OpenText corporate policies are maintained and followed and that this results in good healthy contracts and business for OpenText.

In addition, apart from our Software License business for SAP, the OpenText Enterprise Cloud business provides value-added alternative software delivery options for SAP Solutions via Cloud Services to OpenText software customers. By offering cloud-based managed hosting and SaaS delivery services, the OpenText Enterprise Cloud business enables OpenText to deepen the business relationship with customers.

This role will be an individual contributor role for deal desk operations related to OpenText solutions for SAP. The deal desk manager will be responsible for working closely with regional sales management, regional SAP Solex teams and the OT Partners & Alliances team to advise and guide on deals, process, approvals, financials relating to both Licenses (where applicable) and the OpenText Enterprise Cloud. The deal managers are responsible for managing & coordinating multiple cross-functional teams across many OpenText business units and departments including Sales and the Partners & Alliances as the key departments and supporting the end-to-end sales cycle with the account team.

Purpose/Objective


* Managing & coordinating cross-functional teams to gain support, pricing, cloud readiness, approvals and investment when required for proposed customer solutions within the OpenText Cloud.
* Reviewing proposed customer solutions for OpenText commercial readiness and feasibility and commercial risk management.
* Reviewing pricing & proposals by team members and making key decisions on how to assist sales to win.
* Enabling and guiding sales professionals in how to both sell and create pricing proposals for OpenText solutions.
* Structure and present OpenText solutions to internal and external audiences for purposes of increasing sales of the OpenText solutions.
* Managing & executing the Special Bid Offer (SBO) processes where applicable with both internal audience and with SAP teams
* Assist in negotiation and contracting process for cloud opportunities.
* Track & report on pipeline activity, wins/losses, quote to close and other metrics as required
* Participate with internal working groups related to solution offerings & processes.
* Motivating and supporting all team members.
* Keep the Deal Desk VP aware of key deals and any relevant escalations.



Position Outcomes


* Understanding products, pricing, and contracting.
* Understanding the SBO processes and negotiation
* Drawing insights from pricing and deal structure trends across the region, revenue streams and product sets and advising senior decision makers.
* Working closely with Sales, along with other teams that support the deal cycle such as Legal, Professional Services, Security, Sales, Operations, Product, as well as Support to enhance value and consistency across all geographic regions.
* Communicating with Sales and senior executives to provide Deal Desk messaging and to review specific transactions, seeking necessary approvals as required by internal corporate policy.
* Representing CEO and CFO in evaluating and approving transactions for maximum overall value.
* Preparation of the P&L and pricing for all new Cloud deals and contract renewals and issuing approved pricing.
* Participating in, or leading as required, commercial business terms negotiations with customers and internal stakeholders including the coordination of technical, financial and legal aspects of the deals, whilst always ensuring that the company’s interests and customer needs are maintained.
* Enhancing existing processes to streamline the sales cycle.



Qualifications


* Advanced experience in P&L management for multi-year cost + margin cloud services.
* Advanced experience with SalesForce.com.
* Advanced experience with Microsoft Word & Excel.
* Knowledge of OT product offerings for SAP solutions (a benefit).
* Understanding of cloud-based software & managed services delivery and hosting operations.
* Understanding of Professional Services.
* Exceptional communication and interpersonal skills.
* Exceptional negotiation skills
* Effective & strong leadership skills.
* Experience interacting with customers & sales.
* Self-motivated and driven.
* Ability to support others as a part of a sales team to contribute subject matter expertise in support of a successful sales outcome.
* Understanding of Deal Desk support operations.
* Experience supporting senior management & executives.
* 3 - 5 years of Deal Desk, Finance, Bid Management, Accounting, Legal, Purchasing and/or Sales Operations background.
* Bachelor's degree in Finance, Business, Law or similar fields required; Master’s degree and/or Professional designation (in Accounting, Finance or Legal) a plus.



OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at hr@opentext.com.


  • Senior Cloud Engineer

    3 weeks ago


    București, Romania Evolve Today Full time

    For our business partner, one of the leading service providers for commercial mobility in Europe, we are looking for a Senior Cloud Engineer.The platform team operates the Azure Cloud infrastructure and supports the product teams in developing customer-centric digital solutions and services. They also provide an up-to-date tech stack and expert knowledge...


  • București, Romania CBRE Real Estate Consultancy Full time

    Reprezentantul Info Desk lucrează la biroul de informaţii localizat în centrul comercial sub supervizarea administratorului centrului comercial. Rolul Reprezentantului Info Desk este să ofere vizitatorilor servicii excelente şi să menţină relaţia cu chiriaşii centrului comercial. Raportează către: Center Manager Responsabilităţi: Să...


  • București, Romania Tuca Zbarcea &Asociatii Full time

    At Ţuca Zbârcea & Asociaţii, we take a creative approach to legal practice, and we continually seek new ways of delivering the desired outcomes for our respected clients. Our approach is open and honest, always striving for a high level of communication, both within our teams and with our clients. We are innovative, forward thinking, creative problem...


  • București, Romania SPEARHEAD SYSTEMS SRL Full time

    At Spearhead Systems we believe in the delivery of professional IT services that help companies focus on their core business and not technology. We are excited to the bone about the delivery of IT services that help people and companies get things done. Spearhead Systems is at the forefront of IT service delivery and digital transformation as a trusted...

  • Director SAP

    2 weeks ago


    București, Romania ZEBRA PEOPLE Full time

    For our client, a leading provider of private & public SAP HANA cloud solutions, we are seeking a dynamic and strategic SAP Director. The ideal candidate will have extensive experience in SAP HANA technology and cloud solutions; manufacturing, construction, distribution and/or agriculture industries and a proven track record of driving business growth and...


  • București, Romania Wipro Full time

    LEVEL OF STUDIES: University degrees or university student in the last year REQUIRED PROFESSIONAL EXPERIENCE: Professional certificate in Windows operating systems and networking Knowledge of the following foreign languages: English advanced (writing, reading, using conversational language) The second language (French) advanced (writing, reading, using...


  • București, Romania Wipro Full time

    Profile: - Fluent communication (written & oral) in French and English, quick learner, self-initiated, team player, open to work in shifts; - Good Experience with using and troubleshooting Outlook - Experience in troubleshooting Microsoft Office with emphasis on MS Word, MS Excel MS PowerPoint and Outlook is a plus; - Experience of using call logging...


  • București, Romania Wipro Full time

    Profile: - Fluent communication (written & oral) in German and English, quick learner, self-initiated, team player, open to work in shifts; - Good Experience with using and troubleshooting Outlook - Experience in troubleshooting Microsoft Office with emphasis on MS Word, MS Excel MS PowerPoint and Outlook is a plus; - Experience of using call logging...


  • București, Romania Sungrow Power Supply Co., Ltd. Full time

    Job Description The Business Development Manager/Specialist will have responsibility for project development, research and analyze market investment oportunities in Romania and Eastern Europe from technical and financial point of view. The position will work closely with the Risk Control and M&A team to quickly compose the deal structure Market analysis...


  • București, Romania ZENTIVA S.A. Full time

    Perform Program Manager Mission Key member of the Site Strategy Execution team, the role is leading the execution of the affordable medicine roadmap to deliver ‘on time in full’ commitments from LRP and budget: material cost, conversion cost, overhead cost are at stake by engaging relevant functions and operations in the organization; The role will...

  • Devops Engineer

    4 weeks ago


    București, Romania Luxoft Romania Full time

    Project Description:  In this role, you'll be joining our Azure Engineering team within Cloud Productivity & Engineering (CPE) as an Senior Azure DevOps Engineer, reporting directly to the Director for Azure Engineering.This team focuses on building, developing, and supporting our Azure cloud platform to accelerate the time-to-market of innovative finance...

  • Key Account Manager

    1 month ago


    București, Romania PROHUMAN APT SRL Full time

    For one of our clients, official distributor of a famous technology brand, we are looking for a Key Account Manager. Experience in the consumer electronics/mobile phones field is mandatory. Responsibilities: Leads the sales negotiations and business in the Romanian Market Identifies opportunities to grow business with both existing and new...


  • București, Romania ROGRIPP - SISTEME DE SUSPENDARE SRL Full time

              Our difference makes all The Difference   Who are we? Since our foundation more than 30 years ago, our employees in particular have been the most important driving force behind our global growth in the field of innovative fastening systems. Our vision is clear: we want to make life easier for our customers in the construction,...


  • București, Romania Luxoft Romania Full time

    Project Description: Our client and Microsoft have entered an exciting strategic partnership for the development of next-generation data, analytics and cloud infrastructure solutions. Our customers' needs are evolving and so are financial markets. This partnership will transform the way customers discover, analyse and trade securities around the world. It...


  • București, Romania HARMAN INTERNATIONAL ROMANIA SRL Full time

    About the Role The Telematics Solution position will report into the HARMAN Engineering organization and will be responsible for researching and the delivering softwares, POCs for automotive embedded devices, which are both consumer and automotive grade products. Telematics is the key foundational technology for the connected car and autonomous driving. ...

  • Receptionist

    4 weeks ago


    București, Romania OKIN FACILITY RO Full time

    Descrierea activitatilor îndeplinirea activităților zilnice de receptie in cladire de birouri; primirea vizitatorilor și anunțarea persoanelor de contact din cladire (chiriasi), daca este cazul; preluarea, înregistrarea, distribuirea catre compartimentele implicate a corespondenței; inregistrarea vizitatorilor in registrul de...


  • București, Romania IGT Solutions Full time

    Responsibilities * Should demonstrate good communication and interpersonal skills * Must have sound troubleshooting knowledge of Operating systems (MS-Windows 10 & Mac Book) * Should have sound knowledge of Email clients MS Outlook\Office 365\Thunderbird * Should have fair knowledge of computer/Laptops/Printers/Scanners/peripheral troubleshooting *...


  • București, Romania Tenneco (former Federal-Mogul) Full time

    This is a great opportunity to join our team as an Accounts Payable Accountant in our location in Bucharest.    What you will do: Process of compliant invoices in SAP (as per defined procedures). Assist vendors on phone calls  Reconcile vendor statements, investigate and correct discrepancies Responsibility for resolution on invoices parked or...


  • București, Romania MERCEDES-BENZ TRUCKS & BUSES ROMANIA SRL Full time

    Responsabilities: Project Management Office Support – support the coordination of IT transformation projects through effective IT project management; Analyze and understand the impact of new proposal, projects and initatives relating to the tranformation, harmonization and standarization activities Act as IT subject matter expert by developing a...


  • București, Romania All European Careers Remote Work Freelance Full time

    For an International Institution in Strasbourg, we are urgently looking for a Senior Cisco Network Engineer with experience in complex high available infrastructures for the region of Strasbourg. Candidates need to be based in Strasbourg or willing to relocate to Strasbourg. Workpermit is required, but not provided. This position is open for contractors,...